{"id":251788,"date":"2020-02-12T00:00:00","date_gmt":"2020-02-12T05:00:00","guid":{"rendered":"https:\/\/www.servicexrg.com\/blog\/success-sales-enablement\/"},"modified":"2022-06-14T17:36:15","modified_gmt":"2022-06-14T21:36:15","slug":"success-sales-enablement","status":"publish","type":"post","link":"https:\/\/www.servicexrg.com\/blog\/success-sales-enablement\/","title":{"rendered":"Stop Selling Support and Start Selling Success"},"content":{"rendered":"<div class=\"et_pb_row_inner et_pb_row_inner_0\">\n<div class=\"et_pb_column et_pb_column_4_4 et_pb_column_inner et_pb_column_inner_0 et-last-child\">\n<div class=\"et_pb_module et_pb_text et_pb_text_0 et_pb_text_align_left et_pb_bg_layout_light\">\n<div class=\"et_pb_text_inner\">\n<p class=\"p-lead\">It is no longer enough to attach a support program to a product sale. Effective Success Sales teams must be able to establish long term service relationships that last and grow well beyond the initial sale.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"et_pb_row_inner et_pb_row_inner_1\">\n<div class=\"et_pb_column et_pb_column_4_4 et_pb_column_inner et_pb_column_inner_1 et-last-child\">\n<div class=\"et_pb_module et_pb_text et_pb_text_1 et_pb_text_align_left et_pb_bg_layout_light\">\n<div class=\"et_pb_text_inner\">\n<div class=\"et_pb_module et_pb_text et_pb_text_1 et_pb_text_align_left et_pb_bg_layout_light\">\n<div class=\"et_pb_text_inner\">\n<h2>Success Sales Effectiveness<\/h2>\n<p>Success sales effectiveness is optimized when Sales teams are knowledgeable of service programs and can articulate a compelling value proposition for long term service benefits.\u00a0 To maximize sales effectiveness, companies must establish formal success training programs.\u00a0 Consider the following:<\/p>\n<ul>\n<li>\n<p class=\"p-lead\"><strong>Establish a formal success sales curriculum to instruct sales representatives responsible for selling services (direct and through partners).<\/strong><\/p>\n<\/li>\n<li>\n<p class=\"p-lead\"><strong>Instruct sales teams in the identification of success opportunities.<\/strong><\/p>\n<\/li>\n<li>\n<p class=\"p-lead\"><strong>Provide opportunities for instructor led classroom and virtual training.<\/strong><\/p>\n<\/li>\n<li>\n<p class=\"p-lead\"><strong>Supplement core training with periodic updates delivered through self-paced instructional videos and\/or periodic live webinars.<\/strong><\/p>\n<\/li>\n<li>\n<p class=\"p-lead\"><strong>Include coverage of core offerings, value proposition, use cases and overcoming objections.<\/strong><\/p>\n<\/li>\n<li>\n<p class=\"p-lead\"><strong>Supplement sales training with supporting tools and reference materials.<\/strong><\/p>\n<\/li>\n<li>\n<p class=\"p-lead\"><strong>Establish competency-based testing to verify sales representative knowledge. (internal sales staff and partners).<\/strong><\/p>\n<\/li>\n<\/ul>\n<p>Assure that all service sales staff have been full trained, and their knowledge tested.\u00a0 Monitor sales effectiveness by measuring initial service contract sales (attach), renewal rates and the rate that service revenue grows from expansion selling.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>It is no longer enough to attach a support program to a product sale. Effective Success Sales teams must be able to establish long term service relationships that last and &hellip;<\/p>\n","protected":false},"author":4,"featured_media":251789,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","footnotes":"","_wp_rev_ctl_limit":""},"categories":[46,51,8,14],"tags":[60,71,63,75,12,76,77,44],"acf":[],"_links":{"self":[{"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/posts\/251788"}],"collection":[{"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/comments?post=251788"}],"version-history":[{"count":5,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/posts\/251788\/revisions"}],"predecessor-version":[{"id":252995,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/posts\/251788\/revisions\/252995"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/media\/251789"}],"wp:attachment":[{"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/media?parent=251788"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/categories?post=251788"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.servicexrg.com\/wp-json\/wp\/v2\/tags?post=251788"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}